Process of persuasion: awareness, understanding agreement, enactment,
integration
Awareness: is the first stage of persuasion, it allows listeners to gain knowledge
about a problem and pay attention to it. You can shock your listeners into
awareness of a speech by opening with statistics or making a vivid contrast.
Understanding : is the second phase of the persuasive process where listeners can
develop a broader comprehension of a problem or issue.
Agreement: is the third stage in the persuasive process, listeners accept a
speaker’s recommendations and remember their reasons for doing so.
Enactment: is the fourth stage of the persuasive process, listeners take
appropriate action as the result of agreement. Vivid images, emotional appeals,
stories and examples… can arouse sympathy.
Integration : is the last stage where listeners can connect new attitudes and
commitments into previous beliefs and values to ensure lasting change.
Boomerang effect: a negative reaction that occurs when speakers ask for too
much persuasive change as a result of a single speech.
Types of persuasive speeches:
Speeches that focus on facts: establish true states of affair.
Speeches that emphasize attitudes and values: apply attitudes and values to
present problems.
Speeches that advocate action and policy; propose programs to remedy problems
and put values into action.
Designs for persuasive speech:
Problem solution design: a persuasive speech pattern in which listeners are first
persuaded that there is a problem and then are offered solutions to resolve it.
Motivated sequence design: a persuasive speech design that proceeds by
arousing attention, demonstrating a need, satisfying the need, visualizing results,
and calling for action
Refutative design: a persuasive design used for arguing disputed propositions.
Causation design: your topic addresses disputed causes of an important problem,
or you need to explain the cause as a prerequisite to offering your solutions.
Chronological design: how a persuasive issue has developed over time.
Categorical design: good for speeches in which you contend your opposing views
Comparative/ Contrast design: you want to demonstrate why your proposal is
superior to another good for speeches in which you contend with opposing views.
Sequential: your speech contains a plan of action that must be carried out in a
specific order
Proposition: a clear declarative statement of your central persuasive point or
thesis.
The Means of persuasion:
Proofs: appeals to ethos, logos, pathos, and mythos that help to enhance the
persuasiveness of speaking.
Ethos: a form of proofs that relies on the audience’s perception of a speaker’s
competence, character, good will and dynamism.
Pathos: a form of proofs that relies on appeals to human emotions such as
compassion and fear.
Mythos: grounded in the sense of identification that most of us feel with certain
group traditions and the values they embody.
Logos: a form of evidence that uses reasons and evidence to provide logical
support for persuasive messages.
Argumentative speech should contain 5 essential parts:
Introduction, proposition, arguments that present reasoning and supporting
details, arguments that present opposing views , and a conclusion that
summarizes your arguments.